An ideal customer profile template needs firmographic fields (industry, employee count, revenue range, geography), technographic fields (tools the company uses), and behavioural or situational fields (hiring signals, funding, pain indicators). Once you have the template, you turn it into something actionable by assigning point values to each field, enriching a real list with those data points, and calculating a score per row so your sequencer receives only the leads worth contacting.
That is the short answer. The rest of this article walks through each step: building the template, weighting the fields, enriching your list, and scoring it inside a spreadsheet before you send anything.
What fields should an ideal customer profile template include?
A useful template is split into three layers. The first layer covers firmographics: company size, industry vertical, annual revenue, headquarters location, and business model (B2B, B2C, marketplace, SaaS, agency, and so on). These are the basics because they are easy to collect and easy to filter. If you need a primer, see firmographic enrichment explained.
The second layer is technographic: does the target company use a specific CRM, marketing automation platform, analytics stack, or payment processor? Tech stack data can be scraped from job postings, public integrations pages, or tools that read script tags on a website. This layer matters when your product replaces or integrates with something the prospect already runs.
The third layer is situational or behavioural: recent funding rounds, leadership changes, job postings for relevant roles, press releases about expansion, or regulatory events that create urgency. These signals decay quickly, so you need a way to refresh them. Situational fields separate a company that technically fits from a company that is likely to buy right now.
A minimal template might look like this:
- Industry (SaaS, e-commerce, professional services, etc.)
- Employee count band (1 to 10, 11 to 50, 51 to 200, 201 to 1,000, 1,000 plus)
- Annual revenue band (if available)
- Geography (country, region, or city tier)
- Tech stack markers (CRM, ESP, analytics)
- Hiring signal (open roles for sales, marketing, or ops)
- Funding signal (round in the last 12 months)
- Pain indicator (mentions of scaling, automation, or cost reduction on their site)
You can add or remove fields depending on what you actually know about past closed deals. If you have never sold to a company under 50 employees, that filter is validated. If you have no data on whether funding matters, leave it out until you do.
How do you weight each field to create a scoring system?
Once the template exists, assign a point value to each answer. The goal is to produce a single number per lead that reflects fit. A simple approach is to give each matching criterion a fixed score:
- Industry match: 20 points
- Employee count in ideal range: 15 points
- Uses a complementary tool: 10 points
- Hiring for relevant role: 10 points
- Funded in last 12 months: 10 points
- Geography in target region: 5 points
A company that matches all six fields would score 70. A company that only matches industry and geography scores 25. You can set a threshold (say, 40 or above) and only pass those rows to outbound.
Weights should reflect your own conversion data. If you have closed deals, look at which fields were present in won accounts versus lost or ignored accounts. If you are starting from scratch, use equal weights and adjust after your first few hundred sends. For a deeper walkthrough on scoring logic, read the guide on ICP scoring for outbound.
Where does the raw lead list come from?
Sorzio does not have a contact database, so the list comes from somewhere else: LinkedIn Sales Navigator exports, event attendee lists, directory scrapes, partnership referrals, or purchased data. The source matters less than the structure. You need at least a company name and a domain or website URL per row. If you also have a contact name and email address, even better.
Paste the raw list into Google Sheets. Each row is one company or one contact. Each column is a field you either have already or plan to enrich.
How do you enrich the list with ICP fields?
Enrichment fills in the blanks. If your list has a domain but no employee count, you need to pull that data from somewhere. Sorzio can read a company's website and extract information using an AI prompt. You write a prompt like "Read the About page and estimate the company size: 1 to 10, 11 to 50, 51 to 200, 201 to 1,000, or 1,000 plus" and run it across a column of URLs. The result populates a new column.
For technographic data, you might prompt: "List any marketing or analytics tools mentioned on this page." For situational signals, you might prompt: "Does this page mention recent funding, hiring, or expansion? Answer yes or no and quote the relevant sentence."
This approach is called URL enrichment. It works on any publicly accessible page: the homepage, the careers page, the press page, or a LinkedIn company page. You can learn more in the article on enriching website data to a spreadsheet.
If you need to run multiple prompts on each row (one for firmographics, one for tech stack, one for signals), see the guide on multi-step enrichment in Google Sheets.
The output is a spreadsheet where every row has the ICP fields filled in, ready for scoring.
How do you calculate the ICP score inside Google Sheets?
Once enrichment is done, scoring is arithmetic. Create a new column called Score. Write a formula that adds points for each matching condition:
=IF(B2="SaaS",20,0)+IF(C2="51-200",15,0)+IF(D2="yes",10,0)+IF(E2="yes",10,0)+IF(F2="yes",10,0)+IF(G2="UK",5,0)
Adjust the cell references and values to match your columns. Drag the formula down. Sort by Score descending. The top rows are your highest-fit leads.
You can also use conditional formatting to highlight rows above a certain threshold, or filter the sheet to hide anything below your cutoff.
How do you verify email addresses before sending?
A high ICP score means nothing if the email bounces. Before you hand the list to a sequencer, verify every address. Sorzio includes email verification at $0.002 per check. It flags invalid, risky, and catch-all addresses so you can remove them or deprioritise them.
Verification protects your sender reputation and keeps your bounce rate low. If you want a full walkthrough, see how to verify an email list and the cold email deliverability checklist.
What does the finished workflow look like?
Here is the sequence:
- Define your ICP template (fields and weights).
- Import a raw list into Google Sheets.
- Enrich each row with AI prompts that read company pages.
- Calculate the ICP score per row.
- Filter to keep only leads above threshold.
- Verify email addresses.
- Export the cleaned, scored list to your sequencer.
Sorzio handles steps three, five, and six. It does not send email. It prepares the list so your sequencer sends to the right people with valid addresses. For a broader look at this use case, visit lead enrichment in Google Sheets.
How often should you update the ICP template?
Revisit the template whenever you have new conversion data. After a quarter of outbound, look at which scored leads converted and which did not. If high scorers are not converting, a field is weighted too heavily. If low scorers are converting, you are missing a field that matters.
Situational signals decay fastest. A company that raised funding eight months ago may have already spent the budget. Re-enrich your list every few months if you rely on time-sensitive signals.
Common questions
Can I use this template for inbound leads too?
Yes. The same fields and scoring logic apply. When a lead fills out a form, enrich the company domain and calculate the score to decide routing priority.
What if I do not have revenue data for most companies?
Use employee count as a proxy. Revenue figures are often unavailable for private companies, but headcount is visible on LinkedIn and many websites.
How many fields is too many?
If a field does not change your decision, drop it. A template with 15 fields is harder to maintain and easier to overfit. Start with five or six and add only when you have evidence a new field predicts conversion.
Does Sorzio store my data?
Sorzio processes data in your Google Sheet. It does not maintain a separate database of your leads. Your sheet is your single source of truth.